Selinger, Iris Cohen
January 2000
Advertising Age;1/31/2000, Vol. 71 Issue 5, p38
Trade Publication
The article deals with the controversy raised by an incident at a Vogue magazine sales staff cocktail party where the publisher urged two of his female subordinates to kiss by pushing their heads together and breaking the nose of one of the women. But while the Vogue controversy was disturbing, the unfortunate truth is that abuse--for the most part of the verbal variety--is not unheard of in the high-pressure world of magazine advertising sales. From that viewpoint, the Vogue incident sent a warning about what can happen when overly aggressive sales tactics are ignored. The 1980s in particular has witnessed the rise of pit-bull publishers who thrived as magazines battled an ad-sales recession. According to Jack Kliger, CEO at Hachette Filipacchi Magazines, there is a line between being tough and being abusive that should never be crossed. If the current sales environment is more heated, Kliger attributes that to the dual impacts of rate negotiation and a greater focus on the short-term increase in revenues. Indeed, some of the toughest publishers in the business are also some of the most admired.


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